At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...

As a professor of negotiation and influence, I've observed a fascinating consistency in my students: They instinctively value behavioral concepts—the art of rapport, the dynamics of power, and the ...

Influence isn’t built by talking more. It’s shaped by something most professionals overlook — and once you see it, every interaction changes. Real influence stems from acute observation, not just ...